Sales Fundamentals

Why Attend

Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money.

The Sales Fundamentals workshop will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale. The participants will become more confident, handle objections, and learning how to be a great closer.

Course Objectives:

By the end of the course, participants will be able to:

  • Acquire the basic sales skills, tools and techniques to identify, evaluate and solve sales problems
  • Identify the behaviors and skills of a successful sales professional
  • Identify elements of the sales framework
  • Understand prospecting basics and be able to conduct a sales call
  • Use a customer-centered selling approach to provide value
  • Use techniques to manage the customer relationship on an ongoing basis
  • Develop an action plan to apply your new skills

Target Audience

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.

Target Competencies

  • Work productivity
  • Goal setting
  • Sales attitude
  • Self confidence
  • Self esteem
  • Handling objections
  • Sales closing techniques
  • Customer service
  • Learning from failures
  • Communication skills

Course Outline

Module One

Getting Started

  • Introduction
  • Workshop Objectives
  • Pre-Assignment Review
  • Action Plans

Module Two

     Understanding the Talk

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms

Module Three

Getting Prepared to Make the Call

  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions

Module Four

Creative Openings

  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening

 

 

Module Five

Making Your Pitch

  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered

Module Six

     Handling Objections

  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies

Module Seven

Sealing the Deal

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember

Module Eight

Following Up

  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch

Module Nine

     Setting Goals

  • The Importance of Sales Goals
  • Setting SMART Goals

Module Ten

     Managing Your Data

  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems

Module Eleven

     Using a Prospect Board

  • The Layout of a Prospect Board
  • How to Use Your Prospect Board
  • A Day in the Life of Your Board

Module Twelve

Wrapping Up

  • Words from the Wise
  • Review of participants’ ideas
  • Lessons Learned
  • Completion of Action Plans and Evaluations